Opening the Credit Conversation
When should you introduce financing?
Early in the sale process
customer says, I'm paying cash
That's great, many cash buyers still apply so they can keep their cash available for other expenses
what is the number one benefit customers mention?
lower monthly payments
a customer loves a 3000 sectional but says its above budget, what should you discuss
monthly payment options (financing) duh
what single behavior has the greatest impact on increasing credit apps
consistency and confidence either answer will suffice
what is a good opening line to introduce financing
many of our customers take advantage of our financing options to keep their monthly payments comfortable
customers says I don't want another credit card
I understand, many customers appreciate having the option available for larger purchases
how can financing help a customer buying multiple rooms of furniture
it allows them to get everything they need now instead of buying one room at a time
a customer is furnishing a new apartment, why is financing valuable?
spreads costs across multiple purchses
true or false. you should decide whether financing is right for a customer before mentioning it
false................duh
why should financing be offered to everyone
because every customer deserves to know all available payment options
Customer says, "my credit isn't the best
The application is the only way to know for sure and there are options available
why might a customer choose financing even if they have cash?
to preserve savings and maintain financial flexibility
a customer says they're just looking should you still discuss financing?
yes
finish the sentence never__________a customer
pre-judge
what is the biggest mistake associates make regarding financing?
pre-judging customers
customer says, I need to talk to my spouse
absolutely, would it help to know what financing options you qualify for before you talk with them?
how does financing improve the customer experience?
it provides options and flexibility
a customer asks, what would my monthly payment be?
explain the available financing options and estimate payments accordingly
what is the goal after explaining financing
ask for the app
what percentage of customers should hear about financining
100%
customers says, I don't want my credit checked
I understand, we only process applications with your permission, and knowing your options can help you make the best decision
what should financing be presented as
a customer benefit not a sales tactic
a customer says, they need to wait several months before buying
explain how financing may help them purchase sooner while keeping payments manageable
what are 3 benefits of financing
lower monthly payments, purchasing flexibility and preserving cash